[Hiring] Sales Director @Onward Search

Role Description

Onward Search is growing, and we are looking to hire an exceptional Sales Director, Technology & IT Staffing to join our team in a 100% remote capacity.

The Director of Business Development Managers will be responsible for managing and growing their own book of business while also leading a small team of Business Development Managers. This role is approximately 80% individual production and 20% or less of people management, making it ideal for someone who loves being in the weeds with clients, building new business, and closing deals while also coaching, mentoring and developing a high-performing sales team.

This is a unique opportunity to play a key role in scaling a growing vertical within Onward Search while working with innovative organizations across the technology, IT, digital, data, product, cloud, AI, and emerging technology sectors.

Key Responsibilities

• Business Development & Sales
  • Own and grow an individual book of business within the Technology & IT staffing market.
  • Develop and execute a sales strategy to increase revenue and expand the client base.
  • Identify and pursue new business opportunities through market research, lead generation, networking, referrals, and other prospecting efforts.
  • Build relationships with key decision-makers and hiring leaders across technology, IT, digital, product, data, cloud, and related organizations.
  • Develop a strong network of direct hiring manager relationships and continuously identify opportunities for account expansion.
  • Utilize our tools, AI, reporting system to research and identify a Focus 50 client list and target key clients and regions to prospect.
  • Understand client workforce challenges and provide strategic staffing and workforce solutions aligned with their hiring needs.
  • Engage decision-makers across technology, digital, product, data, HR, procurement, and executive leadership to identify opportunities for IT staffing, technology talent solutions, consulting services, and related workforce solutions.
  • Negotiate and close new business while identifying opportunities to cross-sell Onward Search's additional services.
  • Consistently meet or exceed established sales, activity, revenue, and gross margin targets.
• Team Leadership & Development
  • Manage, coach, and develop a small team of Business Development Managers.
  • Establish clear goals, KPIs, and performance expectations across the sales team and hold team accountable.
  • Provide ongoing coaching around prospecting, pipeline development, account strategy, negotiations, and closing.
  • Hold the team accountable to individual and overall business gross margin goals.
  • Foster a collaborative, entrepreneurial, performance-driven culture.
  • Partner with leadership to identify opportunities to grow the team as the Technology & IT business scales.
• Client & Account Management
  • Serve as a strategic partner and primary point of contact for assigned client accounts.
  • Drive ongoing sales and account expansion activities across new and existing clients.
  • Partner with Client Services Managers, when assigned, to ensure strong client delivery while maintaining ownership of sales and account growth.
  • Participate in client intake calls to understand position requirements, hiring priorities, and expectations.
  • Manage client communication throughout the recruiting lifecycle, including candidate submissions, interviews, feedback, and offers.
  • Identify opportunities to increase job order volume and expand Onward Search's presence within existing accounts.
  • Identify opportunities to expand into IT staffing, technology consulting, project-based workforce solutions, and emerging areas such as AI-enabled talent needs.
  • Maintain strong client relationships and consistently deliver an exceptional experience.
• Recruiting & Delivery Partnership
  • Partner closely with recruiting teams to develop strong talent pipelines across specialized Technology & IT positions, including digital, data, cloud, product, engineering, AI, and other emerging technology skill sets.
  • Ensure recruiters have a clear understanding of client requirements, priorities, and expectations.
  • Evaluate and approve candidates for client submission when appropriate.
  • Monitor submittal, interview, placement, and start activity to ensure client needs are being met.
  • Leverage AI-enabled recruiting and sales workflows to improve sourcing, outreach, matching, pipeline management, and overall efficiency.
  • Partner with internal teams to identify strategies for hard-to-fill roles and priority skill sets.
• Operational Excellence
  • Maintain accurate job, client, candidate, and placement information within Bullhorn and other internal systems.
  • Manage job entry, client intake, candidate submissions, interview coordination, offers, locks, assignment updates, and other account responsibilities when a Client Services Manager is not assigned.
  • Partner with clients and internal teams to resolve timecard, assignment, or account-related issues as needed.
  • Complete required quality check calls and maintain strong ongoing relationships with clients and placed talent.
  • Consistently deliver at or above established KPI targets.
  • Use sales, market, and performance data to identify opportunities to improve revenue, delivery, and account penetration.
  • Stay informed about staffing, technology, digital transformation, AI, automation, data, cloud, and emerging technology trends to better align sales strategies with client priorities and business outcomes.
  • Consistently demonstrate Onward Search's core values both internally and externally.

Requirements

• Minimum of 5+ years of business development and sales experience, preferably within the staffing industry.
• Minimum of 1+ years of leadership or management experience, preferably within staffing.
• Proven track record of building and growing a staffing book of business and consistently meeting or exceeding sales targets.
• Strong preference for experience within IT staffing, technology staffing, technology consulting, digital, data, cloud, product, engineering, AI, or related technology talent and workforce solutions.
• Established network of client and/or direct hiring manager relationships within relevant industries strongly preferred.
• Strong understanding of the staffing and recruitment lifecycle, including contingent and contract staffing.
• Experience selling consultative, solutions-oriented engagements is preferred; exposure to AI, automation, data, analytics, cloud, or emerging technology solutions is a strong differentiator.
• Experience managing and developing sales professionals in a KPI-driven environment.
• Demonstrated ability to secure new clients, expand existing relationships, and grow revenue.
• Excellent communication, relationship-building, interpersonal, and negotiation skills.
• Strong organizational and time-management skills with the ability to balance individual production with team leadership.
• Entrepreneurial, hands-on mindset with the ability to thrive in a fast-paced and growth-oriented environment.
• Bachelor's degree required.

Benefits

• Opportunity to play a key role in growing and scaling Onward Search's Technology & IT staffing business.
• Highly visible role with the ability to directly influence revenue growth and the direction of the vertical.
• Opportunity to maintain your own book of business while developing and leading a growing sales team.
• Performance-driven environment with significant earning potential.
• Collaborative and supportive culture built around entrepreneurial spirit, integrity, teamwork, and transparency.
• 100% remote work environment.
• Compensation: $90,000-$100,000, based on experience.
• Commission eligible.
• Comprehensive benefits and PTO package, including 401(k).